Scott Manning Category

When you are doing “every-thing” but making money

Thursday, December 5th, 2013

ScottManning

Does it ever feel like you are doing everything, like literally every-thing you know to do, think you should be doing, and yet you aren’t getting the results you expect OR deserve.

If you are like most entrepreneurs you certainly bear the brunt of the responsibility for all things that have to happen in order to make your business a success. Of course you should, it is your business after all. And that’s fine when things are going great, when you are making good, big, or heck any money, when things aren’t going great though or your progress is anything but smooth, forward, or accelerating it is easy to get frustrated, to blame the rest of the world, or to get really down on yourself.

So, what, then, do you do and how can you change the course or at least turn things around in your favor? Usually it isn’t all that difficult to make that happen,

I’ve shared with you about the mental obstacles that get in your way. I have shared the environment and people that can sabotage your productivity, money, and general success and happiness. All of these are foundational core issues that must not be ignored and have to be managed and controlled.

Today though I want to nail down some marketing and money making secret weapons that can and will have dramatic impact on your results usually in very short order.

I call it the shortest distance between idea and money strategies.

There are of course other things to building a sustainable business and you may even have that down, it is just that things aren’t clicking from a cashflow or sales perspective.

Here’s a few things to give yourself a little check up on and find out.

1 – are your messages carefully and specifically targeted to your ideal prospect, are they niched?

One of the best ways to improve results and/or make some quick money is to reassess who you are spending your time trying to sell. Are you going after the right market? Are you using the right message to introduce your product, service, business to this market?

More often than not I see a major disconnect between what a business owner says they are doing for sales and marketing and who their target customer is and what they are actually doing to market and sell to this same person.

SOLUTION – take a step back, forget what you are doing now, and describe and decide who is your ideal customer and what is their biggest major challenge and pain that you provide solution to, go direct to that market with specialized marketing strategies and shorten the sales cycle by closing over the phone or in person – simply to get the money flowing back in.

2 – are you effective or is the person responsible for selling effective at actually asking for money, structuring the sale, closing the deal?
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Being All Things To All People

Thursday, May 30th, 2013

ScottManning

I’d like to remind you about a saying that I know you’ve heard:

“You can please all of the people some of the time and you can please some of the people all of the time, but you can never please all of the people all of the time.”

And, it’s wrong, because you can’t even please all of the people some of the time, not a chance. The bigger issue though, that will corrupt your business and success mindset and your focus, is trying to please
people — period.

Listen up, you’ll never hear anyone tell you straight about this whole “people
pleasing” thing, at least usually they all tell you what they think will be popular,
I’ll tell you what’s true. As long as you are living your life around trying to
please people you will be desperately unhappy, frustrated, and lost in a maze of
confusion around what your real purpose is.

I have long ago recommended the book, The Four Agreements – that I stand behind as
the most influential book I’ve ever read. That explains why this doesn’t work…so
I’m not going to go into that here, I am going to say that the problem with people pleasing is
that what pleases them doesn’t usually and won’t always satisfy what you are trying
to achieve, what your life is about, etc.

Now, family, spouse, children, etc you can be the judge there, but even still, if
you are the leader then you should know what’s best, and what pleases them isn’t
always…obviously.

I am a big “relationship” person who believes that is the most valuable thing in
life, with customers, with family, with those people you serve; however, it is not
what makes you. You have to make yourself, stand for something as the old song goes,
or fall for anything, otherwise known as being a servant to everyone but yourself.

The marketing lesson here is simple: ALL PEOPLE and ALL CUSTOMER and ALL
RELATIONSHIPS and ALL OPPORTUNITIES in your life are not created equal, cannot and
should not be pleased, pursued, made happy – not a chance.

I believe in high quality relationships and the first and most important thing about
them is you have to give value to those relationships – show me a person with too
many relationships and trying to balance them all out is no different than someone
splitting their love and attention between people and expecting all of them to feel
well served — do it the wrong way as I’ve learned the hard way with “significant
others” or do it with your children and you will know that you’ll never get it
perfect.

That is why in business and in your personal life you must establish a focus, a
priority, a hierarchy of people and the relationships and pursuits you choose and
then do right by them and they should always be made up of what best serves your own
personal agenda.
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Expectations

Tuesday, February 19th, 2013

ScottManning

Oh, there are so many ways I could direct this article. But, today, I’m talking about one thing…a critical factor to your success in – EFFECTIVE MARKETING and SELLING.

Expectations of your customers.

That’s right, your customers do have expectations of everything you do, everything you say, everything they experience from your communication, service, interaction, and marketing.

You have certainly heard the expression “under-promise and over-deliver” and while
that sounds wonderful it isn’t the most effective marketing strategy to
“under-promise.” Of course we all like to promise more, more, more and woo our
customers into submission. This isn’t always most practical after you’ve got their
money and now have to maintain your relationship with them.

We’ve all said “false advertising” before as a joke usually where you expected
something different than what you received. But, the reality is, your ability to
make things count with your customers and convince them to support you beyond the
initial sale with referrals, high priced transactions, ascension up the ladder of
value for your business is tied to how you deliver whatever you say, promise, and
most importantly what the customer expects.

I’d like to break this down into a couple things for you to implement into your
business marketing and customer experience strategy.
read full article »

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Three Steps To Getting Things Done In The New Year

Saturday, January 12th, 2013

ScottManning

Today, I’d like to quickly share with you three of my top strategies to turning your dreams and your “what’s next” list into realities. There is of course a difference between saying you want to do things and then actually doing them.

It’s the “doing” of things that matters. That’s all that matters.

So, how do you get things done?

Step one – You must identify your highest priorities, those things that move you further, faster, to your goals and objectives. These are the items which get your attention, structured into your life, put at the top of the list and everything else follows suit.

Here’s the thing, everybody gets some things done, it’s a question of whether or not
they get the best things done that will lead them to progress. The old saying
“don’t mistake productivity for accomplishment”. Meaning you can be “busy” and
still not get anything worthwhile done, and in fact that is the issue that plagues
most everyone.

Focus on your highest priorities that will lead you to where you want to go.

Step two – break your projects down into smaller chunks and organize them
accordingly. You eat an elephant a bite at a time… I know I’m full of those silly
clichés but they are true. And this one is critical because so many people get
paralyzed by inaction because of being overwhelmed or not knowing where to start or
getting into something they can’t see the end of it because it’s complicated or more
than they anticipated.

People end up with lots of projects started and never finished. You can’t
“complete” some major item all in one fell swoop; you have to complete many little
items and tasks that results in the final product.

Think of an instruction book for a toy or some piece of furniture where you have the
final result and picture of what you want then many little steps that break it down
and make it easy to schedule and accomplish, you’ll get so much more done, more
effectively, and especially efficiently with your time by doing and organizing your
“to do list” and priorities this way.

Finally, Step three for getting more done in the New Year and tackling your What’s
New list with vengeance. This one is a combination…

Do something everyday
Time block into your schedule
Outsource, get help, eliminate the unnecessary

Oh sure, I could have separated all of those and written instructions for each, but
they are as simple as they sound and need no more description. They just require
you to follow-through.

You should not let a day go by without something being done towards your goals and
your “new” list. That is what it’s all about…and you need momentum. Of course
you don’t need to work every day even a as business owner and entrepreneur; down
time to recoup and re-energize is essential. However, you need productive
motivation and energy going forward in a positive direction…action every day.

Time blocking is about allocating portions of time to specific tasks. Each of your
priorities and your chunks or pieces of your projects should be pre-allocated and
scheduled as to when you are going to give them focused undivided attention. By
mastering time blocking you help your mind become more focused and effective because
it does like-minded things in clumps and once again gives you opportunity for
momentum.

And, this too, about momentum and leverage…have people help you, stop doing things
you don’t have to as part of your goals and objectives, and use other people’s
skills and strengths to offset your weakness and lesser talents.

There are no extra brownie points or bank deposits to getting more things done on
your own without assistance, only the results and cumulative effect of getting more
things done in general for your own purposes and life.

And that’s the bottom line.

A quick review.

Have, know, plan and schedule your priorities.
Chunk down your tasks into lists of steps and pieces.
Create momentum by time blocking, actions every day, and leveraging others.

Those three simply stated steps to getting more done for your New year will make a
world of difference to you and how much money you make and how many “new” things you
bring to reality in the next 12 months.

Scott Manning
www.nobsindy.com

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